Brown-Forman Sales Director in Guadalajara, Mexico
Brown-Forman Mexico operates in a complex, hybrid, multi-channel route-to-consumer network that includes large retail chains, grocery wholesalers, specialized wholesalers, liquor store chains, convenience channel, On-Premise/HORECA and Specialized Distributors. We operate in two key segments: premium spirits, and RTDs, which have some overlapping channels and some unique channels. The Sales Director is a key member of the Mexico Leadership Team and reports to the General Manager.
Grow revenues, maximize profitability and grow value market share across key segments in order to meet company financial targets.
Optimize key growth drivers: distribution, visibility, pricing, promotion to meet brand guidelines and financial goals.
RESPONSIBILITIES / KEY OBJECTIVES:
Lead, define and clarify the RTM/Commercial strategy, including channel prioritization, geographic prioritization, both long and short term, ensuring effective and efficient allocation of resources.
Drive new business opportunities across new channels and partnerships (e.g. e-Commerce).
Define and build the sales organization from a structure, capabilities, processes and technology/tools point-of view in order to develop a best-in-class CPG sales organization.
Lead, inspire, motivate and develop the BFM sales organization, a team of over 100 people spread across the country.
In collaboration with other areas, develop and implement a strong sales planning process that is aligned with the company’s integrated planning process (finance, marketing) and includes joint customer plans designed to bridge BFM and Customers’ strategic and financial goals with mutually agreed objectives and aligned activities.
Manage and develop the relationship with customers in order to take it to a strategic partnership level and become a preferred partner for our customers.
Define sales force incentives that are aligned to BFM goals and strategies, are closely tied to performance and are simple to be measured.
Ensure brilliant execution at POS.
Instill a culture of leadership, accountability and responsibility.
Bring a modern approach to analytics and data driven, fact based analysis and decision making.
Manage resources efficiently: steward trade funds by delivering strong ROI for customer investment, financial forecasting, and managing deductions.
Champion a culture of collaboration and integration across all areas: finance, marketing, logistics, HR, Legal, IT, etc.
Defend and Champion B-F’s Key Policies: Code of Conduct, Social Responsibility/Responsible Drinking, Responsible Marketing, Diversity & Inclusion.
Minimum: Bachelor’s degree in Business Administration, Industrial Engineering, or similar.
Preferred: MBA, International education.
- Previous experience
8-10 Years of Experience in Sales/Commercial/Business roles in FMCG/CPG with proven track-record of achieving superior results.
Preferred: Mexico experience, International experience. Multi-channel management experience.
Bi-lingual: Spanish-English is highly preferred.
Very strong planning and business management skills.
Proven experience in managing large, multi-layered, diverse teams.
Strong strategic and brand building skills, good analytical skills.
Commercial/RTM Strategy, Channel Management, Commercial Planning, Key Account Management.
P&L management, pricing strategies, profitability analysis, revenue management, value chain analysis.
- Personal skills
High drive, results oriented, highly proactive, agile leader.
Strong leadership, team building and coaching skills.
Very strong interpersonal relationship skills.
Very strong cross-collaboration and team collaboration skills.
Persuasive communicator, both oral and written.
Fit with B-F Values and Behaviors.
Brown-Forman Corporation is committed to equality of opportunity in all aspects of employment. It is the policy of Brown-Forman Corporation to provide full and equal employment opportunities to all employees and potential employees without regard to race, color, religion, national or ethnic origin, veteran status, age, gender, gender identity or expression, sexual orientation, genetic information, physical or mental disability or any other legally protected status.
Business Area: International
Req ID: JR-00000531